As the year winds down and companies begin planning for 2014 revenues, some may consider selling to government. That is a good thing ... and without doubt, more firms should decide to pursue this marketplace. It represents more than a billion-dollar sector just in Texas alone.

One of the easiest and quickest ways to get started selling to government is to get on what is known as a term contract. These contracting vehicles allow public officials to purchase products and services without going through a formal procurement process. It is too difficult to get pre-selected for a term contract, but the place to begin is by taking a look at current and active term contracts with cities, counties, school districts, agencies and special districts nearby.

Cities, counties and state agencies purchase thousands of products and services each month. And, when a governmental entity makes a purchase, it is usually large. Purchasers like to buy off term contracts because the process is quick and efficient. Vendors like the process, too, because once their products and services are vetted, they do not have to compete again. Term contracts are important in the overall process of selling to government. The city of San Antonio, for instance, manages approximately 250 term contracts.

Term contracts cover products and services that governments need on a continuing basis and are typically good for one year. Extensions, however, are easy to come by, so contracts tend to last for a number of years. A listing of contract categories would be extensive because it is hard to think of something governmental entities don’t purchase. However, here are a few of the major categories:

• Uniforms and other gear, such as personal protective equipment (PPE) for law enforcement; and

• Educational products for K-12.

Information gathering and early identification of government opportunities are the keys to gaining a selling strategy. Many public entities list information about their active term contracts on Web sites. For example, the cities of Austin and Houston have searchable contract catalogs, which provide information, such as value and end dates, by service or product category.

Public entities that do not offer online information usually provide lists and other information to interested parties. Some even post upcoming procurements and encourage vendor participation. These include Houston METRO, the city of Houston and Dallas Area Rapid Transit (DART).

Examples of a few upcoming service term contract opportunities in Texas include the following:

• Harris County will issue bids for mowing and maintenance services. The county will select two contractors to do the work.

• DART will seek pest control services for both its fleet and facilities at an estimated value of $200,000. The solicitation will be publicized in the next 30-60 days.

• In January 2014, the city of Arlington plans to issue a solicitation for landscape maintenance at various Water Utility locations. The contract has an estimated value of $410,000.

• The city of Austin will select a service provider for recycling collection services for the Downtown Business District. The city’s current contract has a value of approximately $723,000 per year.

• The city of Houston’s current multimillion-dollar contract for security system installation and repair services will expire in 2014 and a bid for a new contract will be publicized in the near future.

• Bexar County has an immediate opportunity for a vendor to provide for the collection and disposal of surplus/salvage equipment and the disposal and recycling of e-waste material.

• The city of Irving’s current contract for geotechnical engineering and construction materials testing and inspection will expire soon. The contract, which has an annual value of $175,000, is expected to be rebid in December.

• The city of Richland Hills in Tarrant County has an upcoming opportunity for landscape maintenance services. The city’s contract with its current vendor, valued at approximately $66,000 per year, is in its final renewal options period and will be rebid in 2014.

• The city of Pasadena needs a service provider for fire extinguisher inspection, maintenance and repair services. The city’s current contract for these services is in its final renewal option period.

• The city of Austin will soon issue a solicitation for drinking water delivery service to replace its current contract, which expires in March 2014. The city currently pays approximately $25,000 a year for water delivery services.

MARY SCOTT NABERS is president and CEO of Strategic Partnerships Inc. (spartnerships.com) and author of ‘Collaboration Nation.’ Contact Nabers at mnabers@spartnerships.com.

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